Insights

Forecast Accuracy:  It’s All About the Buyer Gets

Forecast Accuracy: It’s All About the Buyer Gets

​Deal Drift Most mid-stage deals are poorly qualified . Recent research from Xant (formerly InsideSales.com) on more than a quarter million sales deals shows that only 28% of closed deals are predicted accurately 90 days out, and the actual close amounts differ by 31%...

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Qualify, Tailor, Commit: The Power of Three-Part Meetings

Qualify, Tailor, Commit: The Power of Three-Part Meetings

Sales Meeting Blues The majority of sales meetings miss the mark for both the buyer and seller. A few years back Forrester did research showing that 80% of executives do not find meetings with sales representatives valuable and more specifically that more than...

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Cold Prospecting: Make it a Conversation

Cold Prospecting: Make it a Conversation

Tsunami of Prospecting Content A recent article by Medium.com put together in sobering terms the extent to which content marketing is overwhelming potential buyers: 91% of B2B companies are using content marketing 56% of B2B marketers have increased content creation...

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The SDR Sleuth:  Prospect like Sherlock Holmes

The SDR Sleuth: Prospect like Sherlock Holmes

Checked Out Prospects Today’s B2B buyers are overwhelmed with information and choices. Gartner's work on the modern B2B buyer reminds us of just how the overwhelming amount of information and choice can lead to regrets and a worse buying outcome for all. We see the...

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Cold Calling is Dead, Long Live Cold Calling

Cold Calling is Dead, Long Live Cold Calling

Cold Calling is Dead When the Internet, then email, then social media came along to transform the way people and businesses communicate, the “death of the sales representative” was widely and broadly predicted. Even Neil Rackham, creator of SPIN Selling asserted in...

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Success-Led Selling: More, Bigger Deals

Success-Led Selling: More, Bigger Deals

Start with Buyer Goals Too many sales calls begin and end as a product pitch with a discussion of “our story”, “our product” and “competitive or feature differentiating” dominating the conversation. A few years back Forrester did research showing that 80% of...

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